One of the things we all want to be to our prospects and customers is memorable. In the cluttered world we live, we constantly seek ways to differentiate ourselves from our competitors and stick out in the mind of those we want to sell to.
While it is a well-worn axiom, every buyer or potential buyer’s favorite word is their name. We’ve all heard this since we were little baby salespeople. It’s something I agree with wholeheartedly, but it can be overused.
There’s no sense in starting every statement with, “Mary, blah blah blah”.
It can get old and end up sounding insincere. That’s worse than not being memorable. Being remembered for the wrong things.
Even if their name is their favorite word, there’s another word that will bug them to no end all during your sales presentation. One that will cause them to drift off and be thinking of other things instead of listening to you—which as we all know, they must do in order to make an informed buying decision.
If you’re meeting a prospect for the first time, don’t assume they are a memory champion. Guess what? They are probably going to forget your name.
“Was it Bud, Buck, Bruce, Buddy?”
No, it was Butch.
Here’s a little sales tip that will keep that from happening because you want them focused on what you are saying—not worrying about what your name is.
I’ve found that by simply dropping my own name into the presentation or conversation ever-so-slightly a couple of times works wonders. It takes all the pressure off of them and allows them to do the one thing I ask of them: give me their undivided attention.
Here’s how it would go.
“Mary, I was talking to a customer the other day and they said, ‘Butch, let me tell you…’” or “I understand exactly what you mean, Mary. I had someone the other day say, ‘Butch…’”
It’s just that easy.
Now they are able to concentrate and listen instead of sitting their wondering, “What the heck was his name?”
And trust me, they do. And if they are they aren’t paying attention to what you are saying and that’s a recipe for: no sale.